Ask Masters workshops program overview

© 2013 Mosaic Nonprofit Development. All Rights Reserved.
www.mosaicnpd.com

Welcome to Ask Masters
Ask Masters Workshop Packages
Master’s Series Workshops
The Masters Series Session List
Major League Major Gifts Workshop Series
Major League Major Gifts Series Session List
Finding Funding Workshop Series
Finding Funding Series Session list
Nonprofit Treasure Map Workshop Series
Nonprofit Treasure Map Series Session List
Put The Fun Back In Fundraising
About Mosaic Non-Profit Development
About Heidi Hancock, CFRE
Contents

Do you serve on the board of a not-for profit(s), volunteer your time to
help a charitable organization(s), or work with those who do? Are you
looking for easy to implement, step-by-step fundraising strategies to in-
crease donations?
Whether you need to increase operating income, establish a fund raising
effort, expand programs and services, or prepare for a campaign effort,
Ask Masters provides the tools you need to find hidden opportunities
to increase resources right now. Filled with tips for development and
fundraising planning, increasing donations, and getting the best return
on your investment, Ask Masters will inspire board members, motivate
staff, and galvanize volunteers to reach for new heights in their fund
raising efforts.
Each Ask Masters Workshop session is up to three and a half interactive
hours filled with information and exercises that give you the tools you
need to increase resources right now. Action steps are assigned for each
session and each session builds upon the practice of the previous activ-
ities. Enrollment in Ask Masters Workshop series includes access to the
live on-site sessions, access to the recording of the previous session for
review, per-session worksheets and exercises, the compilation of record-
ings on DVD for your organization’s use and archives and unlimited email
support between sessions.
A Virtual Workshop session can be attended by as many as 25 individuals
from their own computers from anywhere in the world.
Welcome to Ask Masters

• Where to Begin? Find the Right Path
• X Marks the Spot! Fundraising Goals and Plans
• Put the Fun Back in Fundraising
• Move from Transaction to Transformation
• Find the Right Connection
• Major Gift Solicitations - The Legwork Behind
the Scenes
• Tell Your Story
• Connect Budgets to Resources
• Plan Your Fundraising Call
• Review and Raise!
Ask Masters Workshop Packages
Single Session
Package Of 4
Package Of 7
Package Of 7
Nonprofit Treasure Map
Major League/Major Gifts
Finding Funding
• Establish Your Fundraising Plan
• Identify Donors and Prospects
• Tell Your Story
Package Of 12
The Masters Series
“Well today was a cathartic day for me and it is all your fault! Thanks to my year with you, I was able to get my orga-
nization to buy into the reality that fundraising is about emotionally tying a prospect to your cause and then asking
them for money. I realized that Ask Masters was more than a fundraising skills course, it was a life skills course. And
Heidi, it has been for me. I find there are things I learned in Ask Masters that I apply in my every day job and my life
partner relationship. I know it has made me a better salesman, a better friend, and a better spouse. I know you don’t
get enough letters like this. But it was such an amazing day that I had to share it and send a very heart felt thank you. “
• Major Gift Solicitations - The Legwork Behind the
Scenes
• Major Gift Solicitations – The Ask
• Major Gift Solicitations – Closing and Stewarding
• Digging for Diamonds: Donors and Prospects
Kathi Krouch
Mid-America Freedom Band

“I am very excited. In fact I am so excited that every step of the way, I am formulating the answers to your questions in
terms of how I would say it to the Board of Trustees. And then, I miss something you’ve said, and I have to start over
again.
Putting fun back into fundraising is putting it mildly for me. Who would have figured? “
ASK MASTERS FUNDRAISING WORKSHOP SERIES
Put the Fun Back in Fundraising
SESSION TITLE
Establish Your Fundraising Plan
Identify Donors and Prospects
Tell Your Story
Connect Budgets
to Resources
Plan Your Fundraising Call
Move from Transaction
to Transformation
Find the Right Connection
Major Gift Solicitations
- The Legwork Behind the Scenes
– The Ask
– Closing and Stewarding
Review and Raise!
Masters
Series
Finding
Funding
Major League
Major Gifts
Nonprofit
Treasure Map
Put The Fun
Back In
Fundraising
Trine Aschim
Volunteer at Fisher Museum Harvard Forest
and Isabella Stewart Gardner Museum

The twelve workshop sessions in the Master’s Series have everything you need to get to amazing fund-
raising results! You’ll learn the strategies to build fundraising plans that have increased contributions from
$300,000 per year to over $1.2 million each year. That’s a 400% increase! What could your cause accomplish
with 400% more contributions?
If you are looking to grow your fundraising efforts, set up a new one, or if you want to know where to spend
your fundraising time and resources to get the best results while transforming your fundraising revenues,
the Master’s Series is for you!
Master’s Series Workshops
With The Master’s Series You Will
• Learn techniques that have helped causes raise well over $1 million in less than 8 months – with no prior
fundraising experience!
• Have what it takes to be 100% confident every time you talk about your favorite cause that you will in-
spire others to support it.
• Find out how to use your cause’s budget to inspire people to donate to your organization.
• Eliminate all the trial and error and lost time of figuring out what works in fundraising.
• Follow the process that has resulted in people making gifts of $2.5 million as their first gift to a cause.
• Twelve information-packed half-day workshop sessions (up to 3.5 hours each for more than 40 hours of
instruction) led by industry leading fundraising professional Heidi Hancock, CFRE
• A 56 page Ask Masters Master’s Series Guidebook
• 22 fundraising exercises to help you get the best fundraising results
• 30 easy to follow forms to help you identify, organize and coordinate your fundraising activities
• Unlimited email support between sessions
• Six months free membership in the Master’s Circle
When You Enroll In Ask Masters Master’s Series You’ll Get
• Tell Your Story
the Scenes
Package Of 12
The Masters Series
“This is possibly the most exciting
and innovative thing I have come
across. A functional fundraising tool
that actually works. I love it! “
Laurel Cadel
Groundworks

Put The Fun Back In Fundraising!
The Masters Series Session List
Session 1
In addition to setting goals we examine who is responsible for fundraising, the life-cycle of a donor and what
that life cycle looks like in your organization.
In this session you will:
• Determine personal reasons for supporting cause
• Describe the two fundraising models
• Identify donor life-cycle fundraising activities
• Evaluate current prospect base
• Establish methods to re-engage donors
Session 2
Session 3
Session 4
Identify Donors And Prospects
Tell Your Story
What does an integrated development plan look like? How can your development plan be adaptable during
a fiscal cycle? What are the donor pipelines you use and which ones do you need?
Where are all the donors? You’ve got donors, but you need more. You need more contributions. You need
new donors. You need a different kind of donor.
Why should someone support your organization? How do you tell your ‘story’ in the best manner to connect
with donors and prospects?
• Evaluate your sources for philanthropic revenue
• Identify areas of opportunity for increasing fundraising results
• Select methods for securing contributions
• Set fundraising receipts goals using specific methods by philanthropic source
• Set fundraising goals by prospect with step-by-step methods
• Identify the four ‘donor crops’ you harvest
• Select the donor pipelines that give the best return on investment
• Choose the fundraising activities that give the best return on investment
• Grow your prospect list and fill your contributions funnel
• Personalize your cause’s Mission Statement
• Learn how to use a specific ‘case statement’ structure for written materials
• Create your own short stories to get someone involved one-on-one with your cause
• Learn how to present your cause in 30 seconds or 30 minutes to one person or one thousand to generate
support

Session 5 Connect Budgets To Resources
In this session you’ll discover presentation and donor opportunities that are hiding in your organizational,
campaign or project budget. We’ll discuss how to present the opportunity to change lives from a financial
and other resources standpoint.
You will:
• Identify your cause’s tangible programs that will attract revenue
• Learn to present your cause’s operating budget to generate unrestricted contributions
• Establish naming rights and price points
• Discover non-cash, budget alleviating gift opportunities in your cause’s budget
Session 6
Session 7
Session 8
Move From Transaction To Transformation
Find The Right Connection
In this session you will examine the goals, structure and roles for both a solicitation call and a cultivation call.
You will:
What’s the difference between transactional fundraising and transformational? How do you move a donor
onto the path to transform your organization?
Fundraising is more than a presentation and a request for support. How do you connect your prospect with
what motivates them to make a gift? We’ll discuss how to find the connection with your donor or prospect.
• Learn how to set yourself up for a successful fundraising visit
• Set goals for each cultivation and stewardship visit that make your next request successful
• Establish the structure that keeps you in control of the meeting
• Set your next actions to follow-up and close that gift
• Discern the differences between transactional and transformational fundraising
• Identify activities to engage prospects and donors at the highest level
• Find the prospects who are most likely to transform your cause
• Determine what intellectual and emotional benefits your community, constituency, and donor/prospect
receive from your cause
• Learn critical interviewing skills to determine potential motivations and interest level in supporting your
cause
• Learn how to find out what motivates your donor/prospect in an informal setting
• Determine your cause’s main strategic objectives
• Learn how to engage your donor/prospect in a formal setting with a goal of long-term involvement and
support

Session 9 Major Gift Solicitations – The Legwork Behind The Scenes
A successful major gift request is 95% cultivation and preparation and only 5% solicitation. You’ll set your
preparation, practice, and approach steps and we’ll discuss how to get the best request for the largest gift
on the table.
• Select your sources for ‘intelligence’ about your prospects and donors
• Learn how to interpret information to determine the best request for the largest gift
• Establish rehearsal goals for fundraising meetings
Session 10
Session 11
Session 12
Major Gift Solicitations – The Ask
Major Gift Solicitations – Closing And Stewarding
Review And Raise!
In this session you’ll learn best practices for presenting your Major Gift request. We’ll discuss structuring
your request, getting the “ask” out, closing techniques, and how to refocus your prospect on the urgency of
your mission.
You will:
70 percent of your donors will require additional time to make their gift decision. Success is in the follow-up
to the solicitation. It’s time to close that gift! Your success in fundraising doesn’t end at gift receipt, but with
donor retention and gift upgrades.
• Set individual steps to position your cause for the best gifts
• Develop the agenda to follow during the request that leads to success
• Determine specifically what to say during your request
• Discover the most effective techniques for handling responses to requests
• Learn the most effective closing techniques
• Discover when and how to increase a new gift
• Set your specific acknowledgement steps
• Develop your donor re-engagement plan for stewardship of their gift and cultivation for the next request
It’s time to raise those resources! You will determine what steps you will implement as an Ask Master and
how you will get the best return on your investment of resources for your cause.

If you need to find and connect with donors who can make significant gifts, using the same processes the
fundraisers in Mosaic Non-Profit Development use to secure 1 million, 2 million and even upgrade a donor to
a 10 million dollar gifts, then enroll in Major League Major Gifts.
This seven-installment workshop series is all about transforming your fundraising and gives you a practical
step-by-step guide that takes you from meeting a potential supporter for the first time to closing and stew-
arding their life-changing gift.
If you want to know how to find your top potential donors, maybe that you haven’t even met yet and get
them involved with your cause, Major League Major Gifts is for you.
Major League Major Gifts is effective for board members, organizations with development and executive
staff, and is a terrific pre-cursor to a campaign effort.
Major League Major Gifts Workshop Series
In Major League Major Gifts You Will
When You Enroll In Major League Major Gifts You’ll Get
• Learn how to go from meeting a potential supporter for the first time to closing and stewarding their
life-changing gift.
• Practice the same techniques that have helped other causes raise well over $1 million in less than 8
months – with no prior fundraising experience!
• Seven information-packed half-day workshop sessions led by industry leading fundraising professional
Heidi Hancock, CFRE
• A 28 page Ask Masters Major League Major Gifts Series Guidebook
• Four months free membership in the Master’s Circle
the Scenes
Package Of 7
Major League/Major Gifts

Major League Major Gifts Series Session List
Session 1 Put The Fun Back In Fundraising!
Session 2
Session 3
Session 4
Move From Transaction To Transformation
Find The Right Connection
Major Gift Solicitations – The Legwork Behind The Scenes
What’s the difference between transactional fundraising and transformational? How do you move a donor
onto the path to transform your organization?
Fundraising is more than a presentation and a request for support. How do you connect your prospect with
what motivates them to make a gift? We’ll discuss how to find the connection with your donor or prospect.
A successful major gift request is 95% cultivation and preparation and only 5% solicitation. You’ll set your
preparation, practice, and approach steps and we’ll discuss how to get the best request for the largest gift
on the table.
• Discern the differences between transactional and transformational fundraising
• Identify activities to engage prospects and donors at the highest level
• Find the prospects who are most likely to transform your cause
• Determine what intellectual and emotional benefits your community, constituency, and donor/prospect
receive from your cause
• Learn critical interviewing skills to determine potential motivations and interest level in supporting your
cause
• Learn how to find out what motivates your donor/prospect in an informal setting
• Determine your cause’s main strategic objectives
• Learn how to engage your donor/prospects in a formal setting with a goal of long-term involvement and
support
• Select your sources for ‘intelligence’ about your prospects and donors
• Learn how to interpret information to determine the best request for the largest gift
• Establish rehearsal goals for fundraising meetings

Session 5 Major Gift Solicitations – The Ask
In this session you’ll learn best practices for presenting your Major Gift request. We’ll discuss structuring
your request, getting the “ask” out, closing techniques, and how to refocus your prospect on the urgency of
your mission.
• Set individual steps to position your cause for the best gifts
• Develop the agenda to follow during the request that leads to success
• Determine specifically what to say during your request
• Discover the most effective techniques for handling responses to requests
Session 6
Session 7
Major Gift Solicitations – Closing And Stewarding
Review And Raise!
70 percent of your donors will require additional time to make their gift decision. Success is in the follow-up
to the solicitation. It’s time to close that gift! Your success in fundraising doesn’t end at gift receipt, but with
donor retention and gift upgrades.
• Learn the most effective closing techniques
• Discover when and how to increase a new gift
• Set your specific acknowledgement steps
• Develop your donor re-engagement plan for stewardship of their gift and cultivation for the next request
“Many thanks to you for taking the time to share such valuable information. We are so excited to
be putting those tips into practice. In fact in a meeting to find sponsorship for a project on Early
Childhood Development, we met with a potential funder and we applied one of the Ask Masters
principles. It so happens that ECD is exactly the type of project they are passionate about and
have agreed to support us for the rest of the year and for future projects in this realm!
Fantastic outcome. The challenge now is donor retention!
We are so excited about putting more tips into practice too. These are fantastic tools to have. “
Shelley Belohrad
Gone Rural boMake

This seven-installment workshop series is the ‘go-to’ resource to increase donations and improve fundraising
efforts. Finding Funding provides the tools to uncover hidden opportunities to increase contributions and
easy-to-follow guides to help board members, volunteers, and staff become high performing fundraisers.
This series guides you through setting both organizational and personal fundraising goals and then pro-
vides the step-by-step methods that result in increased contributions. Finding Funding is effective for board
members, young organizations, small shops, adding general development efforts, and pre or post campaign
activities.
Finding Funding Workshop Series
In Finding Funding You Will
When You Enroll In Finding Funding You’ll Get
• Build the most effective fundraising system to find new money quickly.
• Know where to invest your time and resources for the biggest return.
• Seven information-packed half-day workshop sessions led by industry leading fundraising professional
Heidi Hancock, CFRE
• A 28 page Ask Masters Finding Funding Series Guidebook
• Four months free membership in the Master’s Circle
• Tell Your Story
Package Of 7
Finding Funding

Finding Funding Series Session list
Session 1
Session 2
Session 3
Put The Fun Back In Fundraising!
Identify Donors And Prospects
• Learn to identify the donor pipelines that give the best return on investment
• Learn to identify the fundraising activities that give the best return on investment

Session 4
Session 5
Session 6
Session 7
Tell Your Story
Connect Budgets To Resources
Review And Raise!
Why should someone support your organization? How do you tell your ‘story’ in the best manner to connect
with donors and prospects?
In this session you’ll discover presentation and donor opportunities that are hiding in your organizational,
campaign or project budget. We’ll discuss how to present the opportunity to change lives from a financial
and other resources standpoint.
You will:
In this session you will examine the goals, structure and roles for both a solicitation call and a cultivation call.
You will:
• Personalize your cause’s Mission Statement
• Learn how to use a specific ‘case statement’ structure for written materials
• Create your own short stories to get someone involved one-on-one with your cause
• Learn how to present your cause in 30 seconds or 30 minutes to one person or one thousand to generate
support
• Set your next actions to follow-up and close that gift
• Identify your cause’s tangible programs that will attract revenue
• Learn to present your cause’s operating budget to generate unrestricted contributions
• Establish naming rights and price points
• Discover non-cash, budget alleviating gift opportunities in your cause’s budget
• Learn how to set yourself up for a successful fundraising visit
• Set goals for each cultivation and stewardship visit that make your next request successful
• Establish the structure that keeps you in control of the meeting

Nonprofit Treasure Map Workshop Series
There’s hidden treasure just waiting for your cause… if only you knew where to look! Nonprofit Treasure
Map gives you the ability to find your cause’s hidden clues that lead to increased donations. Once you’ve
drawn your Treasure Map, your cause will be able to follow the path to prosperity. Get out your Nonprofit
Treasure Map secret decoder ring to quickly tell whether a new clue will lead your cause to fundraising for-
tune or failure!
With A Nonprofit Treasure Map You Will:
What You Get
• Build the most effective fundraising system to find new money quickly.
• Know where to invest your time and resources for the biggest return.
• Learn how to find new sources of contributions over the short and long terms
• 4 half-day onsite workshop sessions led by industry leading fundraising professional Heidi Hancock, CFRE
• 12 Page Ask Masters Nonprofit Treasure Map Guidebook tailored for your cause that is filled with 9 exer-
cises and 7 easy to follow forms to help you get the best fundraising results.
• Where to Begin? Find the Right Path
• X Marks the Spot! Fundraising Goals and Plans
• Digging for Diamonds: Donors and Prospects
Package Of 4
Non-Profit Treasure Map
“When we met Heidi last year the Hands of Honour was but a grassroots non-profit orga-
nization operating from a sub-economic house which served as both an office and a sanc-
tuary for those making the transition from homelessness/hopelessness to self-sufficiency.
Since meeting her and taking part in one of her powerful strategy sessions we have been
nominated:
(1) Winners – UnLTD SA Award
(2) Finalist – Deutsche Bank Urban Age Award
(3) Finalist – Social Enterprise Competition – Department of Economic Development
(4) Youth Shortlisted – Amy Biehl Youth Spirit Award
All this since meeting Heidi and not only listening, but also DOING what she advises. I’m so
glad we took her advice about reaching out to the City Fathers. Now local government has
also given us a fully functional office as well. With Heidi we went from zeros to heroes… in
one year!!!!”
Paul Talliard
Hands of Honour

Nonprofit Treasure Map Series Session List
Session 1 Where To Begin? Find The Right Path
Session 2
Session 3
Session 4
X Marks The Spot! Fundraising Goals & Plans
Digging For Diamonds: Donors And Prospects
Review And Raise!
• Select the donor pipelines that give the best return on investment
• Choose the fundraising activities that give the best return on investment

Description
You know your cause will be exponentially more successful securing funds if everyone helps, but how can
you turn reluctant supporters, board members, staff members, even volunteers into wildly successful fund-
raisers? With Put the FUN Back in Fundraising you will build an easy-to-implement donor development pro-
cess that relieves anxiety and inspires others to fundraise – and have fun doing it!
Key Take Aways
With the three-hour workshop Put the FUN Back in Fundraising you will:
• Build the most effective fundraising system for your cause that EVERYONE
• will enjoy even if they HATE to fundraise.
• Find out why your supporters are losing touch with your cause – and how to
• keep them from falling away.
• Turn your donors into ongoing supporters that make gifts time after time – and
• thank you for asking them!

Mosaic Non-Profit Development is a development firm focused on creating effective and sustainable fund-
raising initiatives for nonprofits. We work hand-in-hand with the leadership, professionals, volunteers, and
investors of NGOs across the country and around the globe to develop strategies and implement solutions
that increase resources and enable mission achievement. Mosaic helps non-profit organizations and their
leaders create the development and fundraising strategies, cultivate stakeholders, and support the internal
processes that enable them to achieve their missions.
Heidi Hancock, CFRE is a dynamic development professional with more than eighteen years of progressive
experience in organizational development and nonprofit fundraising. Heidi has raised over $70 million in
annual, major gift, and capital campaign funds for nonprofits throughout her career.
As the Principal of Mosaic Non-Profit Development her strategies have enabled timely mission achievement
for both rural and urban organizations across the United States and around the globe. Heidi’s strengths in
strategic planning and operational optimization have been applied effectively in start-up and well-estab-
lished organizations.
Her focus on enhancing sustainability across the organization by establishing proven development programs
has made her a highly sought after resource within the non-profit fundraising industry. Heidi also serves as
an international business development consultant for GrowMovement, an organization that offers a clear
model for social advocacy across the world.
About Mosaic Non-Profit Development
About Heidi Hancock, CFRE

(800) 485-0742 programs@mosaicnpd.comwww.mosaicnpd.com

Ask Masters workshops program overview

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